Some content types work better than others and it’s your job as a B2B digital marketer to find which types do in order to build brand awareness.
In this blog post, we’ll look at the different types of content and which ones work best for gaining traffic and building brand awareness.
Types of digital content for B2B Marketers
Before we go through how to approach content marketing for B2B businesses, we want to list all the possible forms of digital content.
Image by Hubspot
As you can see, there are heaps of options for getting your message out.
Blog posts are the most important form of content marketing. A business needs to be consistently posting high-quality, engaging blog posts that attract potential leads and nurture current leads.
Blog posts also play a key role with SEO, as creating them allows you to capture new rankings for more keywords.
Many businesses approach digital marketing as getting as much traffic as possible to their landing page, which is a very bad approach. Homepages aren’t built for conversions. They’re built to direct traffic to the content they need. Whereas blog posts land the person on the content they need without having to search.
Some of the most popular types of blog posts are:
- How to’s — walk people through a particular process or skills
- List posts — “Top 10 best outreach emails” is an example
- Checklists — List the things that someone needs to do to achieve an outcome
- Infographics — A blog post that is a graphic full of information
- Advice from experts — pick a topic and get an expert to address that topic
Image from BuzzSumo
Emails are what drive a cold lead to a conversion. Once a person lands on your blog post, the call to actions (CTAs) on that page can prompt them to input their email address.
Once you’ve captured that email address, you can use emails to nurture them through the sales funnel. These are often set up to send automatically based on certain actions or rules.
Emails provide a higher ROI than any other digital marketing channel — for every dollar you spend, email’s ROI is $40.00 on average.
A potential client needs to know that you’re the best fit for their company and that you can provide what they need. You can try to convince them that this is your business all you like but if you want to get that client, you need to be able to provide proof.
Case studies are the best way to do this. They’re an overview of current clients, what you do for them, how you’ve helped them and what results you have accomplished.
These case studies will sit on your website where people can view them.
Case studies always seem like a hard thing to get. Most businesses are too scared to ask their clients to answer some questions but more often than not, your clients are happy to help. Plus they get a mention of your website, so it’s a win-win!
Sample case study from Hubspot
- What challenges cause you to implement/buy a [insert product/service]?
- What made [company name] the standout?
- What was the reaction to [company name]?
- Can you share some metrics on how [business name] help?
- What have you been most impressed with?
If you’re not sure where to start, reach out to your oldest client with the following questions:
Once you get a client to complete these questions, you’ll have all the information you need to create an awesome case study!
Ebooks are downloadable documents full of content on a specific subject. Ebooks are widely used by B2B companies to capture emails and provide new leads with information.
Ebooks can be on any subject that suits the needs of your digital marketing strategy. They could simply be a curated blog post, case study or a company overview.
Generally, a person will need to provide some key information about themselves before they can download the ebook, making them a lead-generating magnet.
Webinars have only recently become popular as businesses have realised their potential in generating new leads.
Webinars are run through video calling platforms, like Zoom, and require people to sign up through a landing page. These landing pages are then promoted through social media and emails. When it’s time for the webinar, all you need to do is log in to the Zoom meeting and people who registered will be promoted to do the same.
This generates leads by building a relationship with potential clients and giving them insight into your business.
You might be wondering what a B2B business could run a webinar about and the answer is anything!
You can pick a topic that you feel your audience would want to hear about. A great way to come up with the topic is to look at your top-performing blog posts and craft the webinar around that. Another option is to simply ask your current clients what they would like to hear about or why they chose to go with you.
Don’t expect a webinar to work the first time, it could take a few times to get it right but once you’ve done it a couple of times you could have hundreds of people dialing in.
Why do you need content marketing?
But how do you know if it’s right for your company? Is it even relevant to B2B?
So many businesses are doing content marketing. From small businesses to international corporations. The Nikes, Apples, and Disneys of the world are all creating high-quality content to boost their brand’s presence.
Content marketing is looked at as a digital marketing channel that is for B2C marketers, but that isn’t true. It’s more important in B2B than B2C. In the B2C world, you’re promoting a product or services directly to the purchaser. Meaning there are fewer people who have to approve it and they’re decision takes into account emotional wants, visual aspects, what’s trending, etc.
Content marketing is the best strategy to prove these things and nurture potential clients through the sales funnel.
For B2B, you have to convince multiple different people within a company that you’re product or service is the best fit for their company. So you need to prove that your features or offering fits, that you can generate results (whatever that may be), and in most cases, you need to be able to prove that you know the industry, their business, their needs, and so on.
Originally published at https://www.b2blabs.co on July 26, 2020.